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Liar, Liar, Pants On Fire
We're human. We lie. We pull out lies when we're in big trouble, or when we're covering something up, or even to spare someone's feelings. It's human nature.
We’re human. We lie. We pull out lies when we’re in big trouble, or when we’re covering something up, or even to spare someone’s feelings. It’s human nature.
Lie detection is an easy way to deconstruct human nature so that we can slip into our prospect’s or client’s skin and understand what’s going on with them. Why do they feel the need to lie?
Learning to detect the truth is an enjoyable pursuit that can open doors where they were previously closed. Unfortunately, you may regret that the door has been opened.
One of the reasons I will not allow prosecuting attorneys or law enforcement officials of any kind into my trainings is revealed in this article.
It’s a double edged sword. Knowing a person is telling the truth can be very reassuring. But realizing how often you are lied to can be very scary.
This information, in the hands of someone who really, truly knows how to use it (like as in, who is the person with more integrity out of several job candidates, or for detecting trouble in your family), is incredibly powerful.
Expert interrogators use these types of tactics to determine whether a suspect is telling the truth or not. You can see examples of it on television all the time-Law & Order, NYPD Blue-and in literature from Sherlock Holmes to John Grisham.
Highly trained lie detectors are formidable opponents even if they lack persuasion skills.
Because this is such powerful information and can really be used to manipulate if put in the wrong hands, I’m only able to give a glimpse into these skills in this article and will only go into this in more depth in my seminars and on Elite Coaching Club calls.
Here’s an exercise that can be used to ascertain whether a person is lying…
Step one: You’ll need a partner. Sit across from your partner.
Step two: Ask three questions which you are sure their answer should be ‘yes’. And then ask three questions which you are sure their answers will be ‘no’.
Step three: First instruct your partner not to answer your questions. And then proceed to ask three more questions to which you don’t know the answers.
Since they will not reply, you’ll need to read their nonverbal responses. Once you’ve done a few and noted what you think their answers will be, ask them to confirm or deny them.
Step four: Switch roles. You’ll learn something deeper about this if you’re on the receiving end.
Try this with your prospects when they use the old standby, ‘I can’t afford it right now.’ How can you determine if this is true or not?
How could the knowledge that they absolutely can afford it help you to push past the resistance and make the sale, despite their feeble objection?